Growing Bulletproof's performance with new leadership
About bulletproof
An award-winning cybersecurity company, Bulletproof helps its clients secure their data and mitigate risks by providing IT expert support, services and guidance to help businesses adapt to complex IT, cybersecurity and compliance needs.
THE RESULTS
A cultural blueprint for trust-led growth
A significant and measurable shift in the focus, camaraderie and energy of the sales team.
Priority actions shifted from default to owning the most impactful next step to achieve the collective and individual goals.
Momentum from the event left the team tracking above goal 3 months post-event.
Newly developed sales structure, processes and tools successfully deployed.
New leadership is not only accepted, but embraced.
CLIENT CHALLENGES:
Newly instated Chief Revenue Officer, Jack Wilson, reached out when he wanted to focus the organization on a new $32M net new sales target while the team had been defaulting to existing client renewals.
Newly announced sales goals, comp plans and bonuses left the team uncertain of new leadership and stagnated performance.
Long-standing ways of operating were unfocused and disconnected from taking the highest-impact actions.
Lack of individual ownership resulted in sometimes duplicate or counterproductive processes with clients.
OUR APPROACH:
A keynote that kicked off a team transformation
With everyone’s eyes on the $32M target, Jack Wilson invited me to deliver the keynote for the company’s first Global Sales Kickoff. “His personalized approach resonated deeply with our team. He tailored his keynote to speak to what we’re doing this year and gave us the tools to be successful,” said Wilson.
Collaboratively, we focused ourselves on designing a program to build individual and collective ownership of the organization’s performance. With team members owning the change, the challenge and the potential, it led to a significant shift in the focus and energy.
We developed and shared pre-framing material for the audience to prepare them for the most productive in-person interactions and planning.
Leveraging the No Matter What momentum and ongoing support, we fundamentally embedded a purposeful culture of resilience and focus they can use to grow – regardless of future challenges or circumstances.
The cultural shift Sterling gave us is not just inspirational, it's operational!
We now have a powerful approach, a clear structure and a renewed sense of purpose tracking to hit our net new revenue goal. I’ve been in sales for years and I don’t think there’s anybody better.
JACK WILSON | CHIEF REVENUE OFFICER | BULLETPROOF
Our Methodology
Breakthrough cultures drive breakthrough performance. We’ve built a 12 week, 5-step process to identify and solve for root problems to deliver maximum impact before, during and after events.
